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How can service providers succeed in a hybrid world

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The success of service providers increasingly comes down to integration – bringing together best of breed service components to deliver the right customer business outcomes. This requires investing time in creating the right partnerships and ecosystems. In this session, we explore recent examples of how service providers are transforming into successful service integrators in a hybrid world. We will also discuss the latest commercial and technology tools that can help to de-risk your business and support profitable growth.

Speaker:
Dirk Knerr
Rüdiger Frickenschmidt

Publié dans : Technologie
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How can service providers succeed in a hybrid world

  1. 1. Human Centric Innovation Co-creation for Success © 2018 FUJITSU Fujitsu Forum 2018 #fujitsuforum
  2. 2. © 2018 FUJITSU How can Service Providers succeed in a hybrid world? Rüdiger Frickenschmidt Head of Service Provider Business & IoT, EMEIA Fujitsu Dirk Knerr Director Channel Sales NTT CEE
  3. 3. © 2018 FUJITSU Thriving in the “Frenemy Economy” dominated by XaaS business models
  4. 4. © 2018 FUJITSU Thriving in the “Frenemy Economy” dominated by XaaS business models
  5. 5. 4 © 2018 FUJITSU Making the difference – with Fujitsu Superior design, empowerment, a collaborative approach De-risking the “service integrator journey”  We de-risk service integrator journey with  Excellent datacenter products, solutions and attached services  Innovative cloud-like sourcing models  We co-create with service providers next generation end customer solutions to thrive towards a profitable growth  We build micro alliances to thrive in the “frenemy economy” - example FUJITSU NTT private cloud
  6. 6. 5 © 2018 FUJITSU OPEX AND DERISKING  Recognize risks  Manage Risks  De-Risk  Financial Models
  7. 7. 6 © 2018 FUJITSU We want to help you grow while reducing your risk… Capacity Risk through market swings/customer consumption Lock-in Risk because technology changes Cost Risk through change in of competitive landscapes Downtime Risk planned/un- planned leading to service failure and customer penalties Slow and costly Migration through costly overlaps and skill shortage Slow time to bill through high complex integrations and IT Silos… We can help you change from being a service provider to becoming a service integrator … …So you can focus on digital transformation and business value – not just technical competence and hardware. Put simply, we want to help you grow while reducing your risk… $ €
  8. 8. © 2018 FUJITSU Finance Models Flexible Consumption Capital Purchase Extended payment terms Hardware-as- a-Service Flex Payment Flex Buffer Flex Rental
  9. 9. 8 © 2018 FUJITSU Cloud-like sourcing of our portfolio FUJITSU “USCALE” Growth Scenario Capacity on Demand with Buffer De-risking Scenario Rental with premature exit option Capacity Can actually stop totally the payments on the rental agreements if demand drops. Minimum run time applies Additional Capacity installed Drop in Demand Capacity Addition Buffer Capacity delivered with Base Capacity at no cost on day one. Can flexibly be used and paid. Only pay for the Buffer Capacity that is actually used – no up-front payment ! Addition Base Capacity installed Cost savings Launched: in Germany, Benelux, Finland, UK, France, Spain Portugal Other: beg. 2019 Note: up and running
  10. 10. 9 © 2018 FUJITSU Service Integration  How to manage multiple clouds?
  11. 11. © 2018 FUJITSU Example how to integrate public cloud into your offering
  12. 12. 11 © 2018 FUJITSU Micro Alliances New networked way of partnering FUJITSU as facilitator Challenge oriented Can be industry or role focused
  13. 13. © 2018 FUJITSU Micro Alliances @ It’s all about Service Providers focused on what they do best, finding new business solutions via strategic alliances, sharing expertise and risk in order to better serve customers. Fujitsu Partner Ecosystem Solution A / B / C Co-creating better solutions together. YOU
  14. 14. © 2018 FUJITSU NTT Group Partner Business The Power of Collaboration Foto: Air0ne - Fotolia.com
  15. 15. © 2018 FUJITSU $2.0 billion Investing annually in R&D NTT Group at a glance choose NTT Group Fortune Global 100 88 of 275,000 employees worldwide countries & regions Network coverage in 196 Direct presence in countries & regions 88 #65 Ranked in Fortune Global 500 $105 billion in total revenue Note: As of March 2017 revenue of JPY 11.391 Billion converted to USD %
  16. 16. © 2018 FUJITSU One Group – more Power of Collaboration
  17. 17. 16© NTT CommunicationsCorporation.Allrightsreserved. • 140+ data centres certified globally • Global Colocation standardised offering • Standardized operational processes • Cyclic quality control audits • Tier III+ DCs • 99.999% SLA Minimum • Global Customer Portal integration Brand and Certified Seal for High Quality Global Colocation Services
  18. 18. © 2018 FUJITSUCopyright © NTT Communications Corporation. All rights reserved.17 Services
  19. 19. 18 © 2018 FUJITSU Building Micro Alliances  Working on first references GA 2019
  20. 20. © 2018 FUJITSU NTT’s Channel Business NTT’s DCs + X FUJITSU’s PRIMEFLEX STACKs + X FUJITSU’s Direct End Customer Business NTT’s Direct Business FUJITSU’s Channel & XSP business Our New Business Is there an alternative to Public Cloud in EMEA for XSPs and Select Partners?
  21. 21. © 2018 FUJITSU NTT Identical private Cloud stacks anywhere in the world FUJITSU Private cloud PRIMEFLEX stacks (MS, VMWARE, SAP, NUT.,..) FUJITSU’s XSPs Partners FUJITSU’s Select Partners Net New PartnersISVs Distribution Public Cloud Connection Net New (Cloud) MSPs Net New (Cloud) MSPs Dedicated FUJITSU PRIMEFLEX private cloud stacks aaS out of NTT’s identical DC – globally for XSPs
  22. 22. © 2018 FUJITSU Remember: Thriving in the “Frenemy Economy” dominated by XaaS business models
  23. 23. © 2018 FUJITSU Private Cloud out of your own DC/ managed by you at Colo Public Cloud Private Cloud on premise PRIMEFLEX Private Cloud aaS out of NTT’s DCs NEW OPEX De-risked Coverage Compliance Connectivity Cost Efficient Service Integration Security Customer Data Hybrid ready
  24. 24. 23 © 2018 FUJITSU Making the difference – with Fujitsu Superior design, empowerment, a collaborative approach De-risking the “service integrator journey”  We de-risk service integrator journey with  Excellent datacenter products, solutions and attached services  Innovative cloud-like sourcing models  We co-create with service providers next generation end customer solutions to thrive towards a profitable growth  We build micro alliances to thrive in the “frenemy economy” - example FUJITSU NTT private cloud
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